"We will give you the job, because if you can deliver such an excellent tender, we think you can perform well in the field also" A client's response to a XaitPorter user
To win more tenders, you need to change your mindset. Just writing tenders and being compliant to the Request for Proposal (RFP) or Invitation to Tender (ITT) doesn’t mean that you’ve met your goal. You need to focus on winning the bid.
“When capability becomes commodity, competition becomes communication”
How, you ask? Start by working smarter in order to create better tenders faster. It is the message and how you deliver it that matters. Remember, it is not you that should drive the design and content of the tender, but your client. Highlight the things that matters to your client. And make sure they see them while browsing through your tender.
Can your client easily understand your tender?
The person receiving a tender, obviously looks for compliance, but if your document is hard to navigate or is messy, it will backfire.
When your client receives your tender plus your competitors’ tenders, they are not looking for the winner. Your client wants to reduce the amount of bidders, they look for whom they can exclude. And if your tender is hard to read and it’s hard to find the information they are looking for, the instant looser, could be you.
“You and your competitors all have a great message for this customer. When that happens, the competition is no longer about who has the best message. It is about who gets the message through the best. Bottom Line? A great deal of winning and losing today is determined by which organization truly understands what the customer values as the optimum approach- i.e., the message they need to get-and then delivers that message better than anyone else.”Dr. David Pugh, vice president of Lore International Institute.
A bad tender could loose the job in a heartbeat
You need to ensure that your document looks and feels perfect – and gets the message across why your offer is better than the competition. We can tell you how to use XaitPorter to create your tender so you can increasing your success ratio.
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